Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad
Autor(a) principal: | |
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Data de Publicação: | 2015 |
Outros Autores: | , , |
Tipo de documento: | Artigo |
Idioma: | eng por |
Título da fonte: | BBR. Brazilian Business Review (English edition. Online) |
Texto Completo: | http://www.bbronline.com.br/index.php/bbr/article/view/175 |
Resumo: | Inter-organizational relationships have attracted several studies in the relationship marketing area. Thus, the core objective of this work is to analyze what is the impact of relational practice in the manufacturer and distributor dyad on the perception of the relationship value. From the use of validated scales, a survey involving frontline staff (FS) of a manufacturer and its customers (distributors) was conducted, whereas the data analysis was done basically by the Structural Equation Modeling technique. The results confirmed the research hypotheses regarding the theoretical model tested, contributing to the assessment of the relationships in the dyad context. The evaluation of the two types of agents (manufacturer’s and customers’ FS) indicated differences of perception in the relationship, which may direct more assertive strategies and actions. |
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Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the DyadA Prática Relacional Existente entre um Fabricante e seus Distribuidores e a Percepção de Valor do Relacionamento na DíadeRelationship marketingRelationship valueDyadMarketing de relacionamentoValor do relacionamentoDíadeInter-organizational relationships have attracted several studies in the relationship marketing area. Thus, the core objective of this work is to analyze what is the impact of relational practice in the manufacturer and distributor dyad on the perception of the relationship value. From the use of validated scales, a survey involving frontline staff (FS) of a manufacturer and its customers (distributors) was conducted, whereas the data analysis was done basically by the Structural Equation Modeling technique. The results confirmed the research hypotheses regarding the theoretical model tested, contributing to the assessment of the relationships in the dyad context. The evaluation of the two types of agents (manufacturer’s and customers’ FS) indicated differences of perception in the relationship, which may direct more assertive strategies and actions.Os relacionamentos interorganizacionais têm despertado inúmeros estudos na área do marketing de relacionamento. Assim sendo, o objetivo central deste trabalho foi o de verificar qual o impacto da prática relacional na díade fabricante e distribuidor sobre a percepção de valor do relacionamento. A partir da utilização de escalas validadas foi realizada uma survey envolvendo o pessoal de linha de frente (PLF) do fabricante e seus clientes (distribuidores), sendo que a análise de dados se deu, basicamente, pela técnica da Modelagem de Equações Estruturais. Os resultados encontrados confirmaram as hipóteses de pesquisa relativas ao modelo teórico testado, contribuindo para a avaliação dos relacionamentos no contexto da díade. A avaliação sobre os dois tipos de agente (PLF do fabricante e clientes) indicou diferenças de percepção no relacionamento, o que pode direcionar estratégias e ações mais assertivas.FUCAPE Business Shool2015-11-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionPeer-reviewed ArticleArtigo revisado pelos paresapplication/pdfapplication/pdfhttp://www.bbronline.com.br/index.php/bbr/article/view/17510.15728/bbr.2015.12.6.3Brazilian Business Review; Vol. 12 No. 6 (2015): November to December 2015; 48-71Brazilian Business Review; v. 12 n. 6 (2015): Novembro a Dezembro de 2015; 48-711808-23861807-734Xreponame:BBR. Brazilian Business Review (English edition. Online)instname:Fucape Business School (FBS)instacron:FBSengporhttp://www.bbronline.com.br/index.php/bbr/article/view/175/261http://www.bbronline.com.br/index.php/bbr/article/view/175/262Toni, Deonir DeMilan, Gabriel SperandioCosta, Geverson CustódioLarentis, Fabianoinfo:eu-repo/semantics/openAccess2018-10-31T19:07:01Zoai:ojs.pkp.sfu.ca:article/175Revistahttps://www.bbronline.com.br/index.php/bbr/indexONGhttp://www.bbronline.com.br/index.php/bbr/oai|| bbronline@bbronline.com.br1808-23861808-2386opendoar:2018-10-31T19:07:01BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS)false |
dc.title.none.fl_str_mv |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad A Prática Relacional Existente entre um Fabricante e seus Distribuidores e a Percepção de Valor do Relacionamento na Díade |
title |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
spellingShingle |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad Toni, Deonir De Relationship marketing Relationship value Dyad Marketing de relacionamento Valor do relacionamento Díade |
title_short |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
title_full |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
title_fullStr |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
title_full_unstemmed |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
title_sort |
Existing Relational Practice Between a Manufacturer and its Distributors and the Perception of the Relationship Value in the Dyad |
author |
Toni, Deonir De |
author_facet |
Toni, Deonir De Milan, Gabriel Sperandio Costa, Geverson Custódio Larentis, Fabiano |
author_role |
author |
author2 |
Milan, Gabriel Sperandio Costa, Geverson Custódio Larentis, Fabiano |
author2_role |
author author author |
dc.contributor.author.fl_str_mv |
Toni, Deonir De Milan, Gabriel Sperandio Costa, Geverson Custódio Larentis, Fabiano |
dc.subject.por.fl_str_mv |
Relationship marketing Relationship value Dyad Marketing de relacionamento Valor do relacionamento Díade |
topic |
Relationship marketing Relationship value Dyad Marketing de relacionamento Valor do relacionamento Díade |
description |
Inter-organizational relationships have attracted several studies in the relationship marketing area. Thus, the core objective of this work is to analyze what is the impact of relational practice in the manufacturer and distributor dyad on the perception of the relationship value. From the use of validated scales, a survey involving frontline staff (FS) of a manufacturer and its customers (distributors) was conducted, whereas the data analysis was done basically by the Structural Equation Modeling technique. The results confirmed the research hypotheses regarding the theoretical model tested, contributing to the assessment of the relationships in the dyad context. The evaluation of the two types of agents (manufacturer’s and customers’ FS) indicated differences of perception in the relationship, which may direct more assertive strategies and actions. |
publishDate |
2015 |
dc.date.none.fl_str_mv |
2015-11-01 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Peer-reviewed Article Artigo revisado pelos pares |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/175 10.15728/bbr.2015.12.6.3 |
url |
http://www.bbronline.com.br/index.php/bbr/article/view/175 |
identifier_str_mv |
10.15728/bbr.2015.12.6.3 |
dc.language.iso.fl_str_mv |
eng por |
language |
eng por |
dc.relation.none.fl_str_mv |
http://www.bbronline.com.br/index.php/bbr/article/view/175/261 http://www.bbronline.com.br/index.php/bbr/article/view/175/262 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf application/pdf |
dc.publisher.none.fl_str_mv |
FUCAPE Business Shool |
publisher.none.fl_str_mv |
FUCAPE Business Shool |
dc.source.none.fl_str_mv |
Brazilian Business Review; Vol. 12 No. 6 (2015): November to December 2015; 48-71 Brazilian Business Review; v. 12 n. 6 (2015): Novembro a Dezembro de 2015; 48-71 1808-2386 1807-734X reponame:BBR. Brazilian Business Review (English edition. Online) instname:Fucape Business School (FBS) instacron:FBS |
instname_str |
Fucape Business School (FBS) |
instacron_str |
FBS |
institution |
FBS |
reponame_str |
BBR. Brazilian Business Review (English edition. Online) |
collection |
BBR. Brazilian Business Review (English edition. Online) |
repository.name.fl_str_mv |
BBR. Brazilian Business Review (English edition. Online) - Fucape Business School (FBS) |
repository.mail.fl_str_mv |
|| bbronline@bbronline.com.br |
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1754732237475020800 |